The Top in Salary Negotiations
Talking about money with a potential employer might feel a bit awkward, but coming to terms that leave both sides content is crucial. Below, experts offer suggestions on how to prepare for salary negotiations.
Candidates who land offers at the higher end of a salary range are ones who can demonstrate to an employer that they are worth the price. Some ways to do that include:
- Quantifying experience. ("My client increased sales by 8 percent after implementing my marketing idea.")
- Researching the company beforehand so that you can tailor information to its needs. ("I see the company is interested in becoming 'greener.' Here are some ways I might be of help.")
- Pointing out any extras that set you apart (advanced training, special certifications, knowledge of a second language, etc.).
Ideally, both sides should have similar expectations regarding salary by the time an offer is issued. Yet sometimes there are surprises.
Finally, try to view negotiations as seeking a win-win situation for all involved. An employer with enough interest to go through all the stages leading up to an offer has already invested a fair amount of time and energy. The company may be just as eager as you to make things work.
3 Tough Interview Questions
Tough question No. 1: "Why were you laid off?" 
This question will become more common as the economy continues to slow down. It's a tough question, however, especially because many workers aren't told exactly why they were laid off. The best way to tackle this question is to answer as honestly as possible.
Suggested answer: "As I'm sure you're aware, the economy is tough right now and my company felt the effects of it. I was part of a large staff reduction and that's really all I know. I am confident, however, that it had nothing to do with my job performance, as exemplified by my accomplishments. For example..."
Tough question No. 2: "What can you offer me that another person can't?"
This is when you talk about your record of getting things done. Go into specifics from your résumé and portfolio; show an employer your value and how you'd be an asset.
Suggested answer: "I'm the best person for the job. I know there are other candidates who could fill this position, but my passion for excellence sets me apart from the pack. I am committed to always producing the best results. For example..."
Tough question No. 3: "Would you be willing to take a salary cut?"
Salary is a delicate topic. In today's tough economy though, how much a company can afford to pay you might be the deal breaker in whether or not you are offered a position.
Suggested answer: "I'm making $X now. I understand that the salary range for this position is $XX - $XX. Like most people, I would like to improve on my salary, but I'm more interested in the job itself than the money. I would be open to negotiating a lower starting salary but would hope that we can revisit the subject in a few months after I've proved myself to you."
